
Luis Lara (Retalent): “Si el gran almacén se convierte en un agregador de marcas, perderá frente a Amazon”
Luis Lara es uno de los mayores expertos en retail de España. El ejecutivo, coautor del libro Por qué unas tiendas venden y otras no, ha desarrollado toda su carrera en el negocio de la moda, ocupando puestos de responsabilidad en grupos como The Walt Disney Co., Marks&Spencer, Inditex y Pronovias. En 2015, Lara dio el salto a la consultoría como senior advisor de KPMG España, puesto que ocupó hasta el pasado julio, y hoy está centrado en su propia consultora, Retalent, de la que es socio director. El ejecutivo explica por qué, tras el concurso de Sears, sigue confiando en el modelo de los grandes almacenes, cómo El Corte Inglés innovó gracias al titán estadounidense y qué pueden aprender hoy otros grupos de su crisis.
Pregunta: Si usted fuera el director general de unos grandes almacenes, ¿estaría preocupado después del concurso de Sears?
Respuesta: Depende de cómo se haya trabajado durante años el modelo de negocio y el modelo operativo. Naturalmente hay grandes almacenes que están encontrándose con problemas porque llevan muchos años sin prepararse para lo que está ocurriendo actualmente en el mercado. Sin embargo, hay otros grupos que lo están haciendo bien. No podemos decir que el modelo de gran almacén está fracasando en todos los países y en todos los casos.
P.: ¿No espera entonces más crisis como las de Sears?
R.: El caso de Sears es extremo, ni siquiera JC Penney o Macy’s están en esa situación. Es una empresa que lleva muchos años con problemas; hace muchos años que Sears ha dejado de ser Sears. Y ese es el problema de los grandes almacenes: tienen que tener muy claro qué quieren ser, cuál es su cliente. Los grupos que están en problemas se han embarcado en grandes inversiones, abriendo en cualquier sitio y desviando la inversión de donde verdaderamente tiene que estar.
P.: ¿A qué se debe destinar?
R.: A su modelo de negocio: la marca, la oferta, el entorno de tienda y los procesos clave que hacen que contacte con el cliente, como la tarjeta de cliente. Hay grandes almacenes que han trabajado todos estos aspectos muy bien y han ido ir introduciendo no sólo los servicios tradicionales sino también nuevas tendencias en salud, deporte, cosmética o sostenibilidad. Se trata de repensar el modelo de negocio para adaptarlo a los tiempos.
“Sears fue uno de los modelos más innovadores en retail: fue Amazon antes que Amazon”
P.: ¿Cuál fue el error de Sears?
R.: Sears hace años que perdió el rumbo, ha tenido muchas crisis. Esperemos que esta última no sea la definitiva, porque tiene una marca que se puede relanzar, quizás con una dimensión menor y trabajando los puntos fuertes que tiene la marca tradicionalmente, como los electrodomésticos.
P.: ¿El Apocalipsis Retail ha sido el detonante?
R.: Ha sido un añadido más. Sears fue uno de los modelos de negocio más innovadores que ha habido en el mundo de retail. Fue Amazon antes de Amazon. Es la empresa en la que se han inspirado Jeff Bezos, Jack Ma, Walmart o Ramón Areces.
P.: ¿En qué sentido?
R.: Sears nació en el siglo XIX, en un Estados Unidos no tan urbano como ahora, con una población muy dispersa, y empezó con la venta por catálogo. Abrió tiendas décadas después, forzado por el modelo de gran almacén con tiendas físicas de Macy’s o JC Penney, que se desarrollan en una América ya mucho más urbanizada. Sears se subió a ese tren: era la omnicanalidad del siglo XIX.
“El modelo de grandes almacenes es una de las grandes innovaciones comerciales que ha habido, y ese modelo no está en crisis”
P.: ¿Qué falló?
R.: Se fue transformando en una organización mastodóntica. Se habla de que tenía un manual de procedimientos de 30.000 páginas. En paralelo, daba demasiado poder a los directores de tienda, y cuando hay problemas hace falta que las directrices que se den desde central se apliquen de forma rápida. Ahora se ha encontrado con muchísimas tiendas que llevan años sin funcionar, y además lleva años siendo dirigida básicamente con una visión financiera. No tengo nada en contra de los financieros, pero cuando te fijas durante mucho tiempo sólo en el margen y en los ratios, pierdes el foco.
P.: Entonces, ¿no es un problema del modelo?
R.: El modelo de grandes almacenes es una de las grandes innovaciones comerciales que ha habido. Desde el siglo pasado habíamos perdido un poco de perspectiva en este sentido. Pero el modelo de tener todo en un mismo edificio, con servicios y una atención excelente. Ese modelo no está en crisis. Lo que está en crisis es la implementación que se está haciendo del modelo de negocio: si el modelo de gran almacén se entiende como un agregador de marcas, perderá frente a Amazon.
P.: ¿Quién lo está haciendo bien?
R.: Harrods, por ejemplo, ha registrado beneficios récord este año. Los modelos que hay en Latinoamérica también están funcionando muy bien. El Palacio de Hierro es un gran ejemplo, con sólo dieciséis centros en un mercado tan grande como México. Conoce muy bien a su cliente, e incluso le está dando una vuelta de tuerca más adaptando cada centro a su tipo de cliente. Ese es gran parte del éxito. A veces, la solución pasa por reducir el tamaño y orientar bien los centros que tienes para tu target. Sears podría orientarse, por ejemplo, hacia el low cost puro, no de promociones, o recuperar lo que era hace cuarenta años: menos moda y más orientado a productos de la casa, ropa básica, artículos para el tiempo libre…
“Grupos como El Palacio de Hierro o Harrods lo están haciendo bien: con un tamaño más pequeño pero conociendo muy bien a su cliente”
P.: ¿Continúa siendo un canal atractivo para la moda?
R.: La moda es la categoría reina de los grandes almacenes. Es un canal atractivo mientras los grupos tengan enfoque. El modelo erróneo es alquilar un espacio como si fuera un centro comercial. Hay varias estrategias posibles: o bien apuestan por las marcas propias; o por marcas exclusivas internacionales que no estén en otro multimarca; o bien apuestan por un tercer modelo, en el que piden unos mínimos a las marcas pero se implican en la gestión y aportan valor.
P.: ¿Las empresas de moda deben asustarse por las crisis del canal?
R.: Puede tener un impacto importante en ciertos mercados. El caso de Sears es diferente, porque en Estados Unidos hay varias cadenas de grandes almacenes y Sears no es especialmente fuerte en moda. Si las marcas trabajan bien su presencia en grandes almacenes, la crisis de uno de ellos claro que tiene impacto, pero reducido. Las empresas de moda tienen que pensar muy bien en qué centros están, si responden o no a su posicionamiento, si están cerca de su cliente, y no cometer el error de ir a un centro sólo porque es una oportunidad para vender producto. Esa es una estrategia cortoplacista.
P.: ¿Llegará el Apocalipsis Retail a Europa?
R.: El Apocalipsis Retail trata de adecuar la estructura de tiendas físicas a las necesidades de un entorno omnicanal. Se calcula que cabe un gran almacén por cada millón de habitantes: según este parámetro, sobran en todo el mundo, aunque es verdad que en países con poblaciones muy dispersas como Estados Unidos caben algunos más. En paralelo, a veces hacen falta decisiones drásticas. Cuando Arthur C. Martínez, ex consejero delegado de Sears, quiso cambiar aquella cultura súper burocrática del grupo, una de sus decisiones fue vender su sede en la torre Sears de Chicago. Fue una decisión valiente, pero clave para cambiar la cultura.
“El Corte Inglés va en buena dirección: trabajando por secciones y volcándose en la digitalización”
P.: ¿Y en España?
R.: El Corte Inglés está yendo en buena dirección, trabajando secciones como gastronomía y decoración y potenciando su canal digital con el objetivo de ser verdaderamente omnicanal y apalancarse en el número de tiendas que tiene. Si logra ser muy fuerte en digital, tendría mucho más sentido una presencia tan grande y tanta capilaridad. Tiene que seguir innovando. En España ha sido pionero en dos aspectos fundamentales, y en parte gracias precisamente a Sears.
P.: ¿Por qué a Sears?
R.: El Corte Inglés tiene dos puntos clave en su estrategia: uno es satisfacción garantizada o le devolvemos el dinero, y otra es la tarjeta de crédito. En los años sesenta, El Corte Inglés era el número dos en España, y justo entonces Sears anunció que entraba en el país. El señor Areces, cuando lo leyó, pidió a su secretaria un pasaje para Nueva York y empezó a analizar el modelo Sears. Estudió las bolsas, el producto y, de todo ello, trajo a España dos ideas: el lema satisfaction garanteed o your money back, y la tarjeta de crédito.
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